一筆零售業(yè)務(wù)分析-文庫吧
2025-02-21 02:26 本頁面
【正文】 sures – Sell through analysis 通過售出率分析 ? Sell through analysis ? Measures the amount sold of each option against total buy 按每款貨品的銷售量和進貨總量分析 ? Best sellers will have a higher sell through than average 銷售中高出平均售出率的產(chǎn)品就屬于暢銷品 ? Measures performance to date but also predicts which styles will sell out 了解現(xiàn)在的情況，同時還要對以后暢銷的款式進行預(yù)測 ? Reference point 參照點 ? Sales analysis by option/colour 顏色種類都是銷售分析中的因素 ? Timing 長度周期 ? Weekly 每周進行 ? Oute of review 分析的成果 ? Repeats on best sellers, reductions/cancellations on worst sellers 持續(xù)暢銷物品的銷售，對死貨進行降價和清貨 ? Review of quantities on options to be delivered 決定即將到貨的交貨數(shù)量 8 Copyright: James Clark and Prentice Day Key measures Sell through analysis 通過售出率分析 ? Sell through calculation 售出率的計算方法 ? (Sales/Buy)*100 （銷售量 除以 進貨量）乘以 100 ? (200/400)*100 = 50% ? The higher the sell through percentage, the more has been sold 得到的百分比越大，說明賣出的越多。 ? The higher the sell through rate at the end of the season, the less markdown will be spent. 銷售季最終得出的百分比越大，需要打折清貨的物品越少 9 Copyright: James Clark and Prentice Day 10 Copyright: James Clark and Prentice Day Key measures – Rate of sale analysis ? Rate of sale analysis ? Group product by trend to review overall performance and option performance within trend 流行產(chǎn)品和平均水平產(chǎn)品的銷售 ? Review using samples to get a visual idea of what the customer is looking for overall 通過樣本對顧客的需求有一個直觀的概念 ? Reference point 參考點 ? Rate of sale analysis by trend/Comp shop of petitors 去競爭對手店里掌握最新動態(tài) ? Timing 計算周期 ? Monthly 每月進行 ? Oute of review 分析達到的效果 ? Drive successful trends with new buys utilising Open to buy (OTB) available 在購買時推動成功的款式的比重 11 Copyright: James Clark and Prentice Day Key measures – Rate of sale analysis ? Rate of sale calculation 計算方法 ? Sales/lifecycle/stores ranged 銷售量 247。 銷售周數(shù) 247。 店鋪數(shù)量 ? 100/10 weeks/2 stores = 5 units sold per week per store 100件 /10周 /2家店鋪 =每周、每家店鋪賣 5件 ? The higher the rate of sale, the faster the trend/option is selling 得出的數(shù)字越大，說明這個流行趨勢的產(chǎn)品賣的越快 ? Trend reviews will confirm any pattern in overall product reaction ? High fashion trends v basic trends
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